Here are the highlights of my conversation with Chris:

The Formula for Drive: Non-teachable Characteristics of High Performers

1.Need for achievement

The person wants to do well just for the sake of doing well. And the person who has a high need for this naturally wants to set the bar high, jump over that, and set the bar even higher the next time. They’re focused on producing excellence just for the sake of excellence.

2.Competitiveness

A competitive person wants to be the best among their peers and they want to win their customer over to their point of view. Psychologically, to them the sales is a contest.

3.Optimism

This is the person’s sense of certainty that they will succeed as well as their resiliency to hang in there when they face the inevitable rejection they have to deal with.

Process to Improve the Hiring Process:

Resume review

Online assessment – The Drive Test through “forced choice” questions

Behavioral interview questions – the interviewee is asked about previous examples of behaviors they’ve engaged in that are predictive of the types of characteristics they’re looking for.

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.